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Key Personality Traits of Successful Salespeople

Salespeople need a winning personality because, at its core, selling is all about building relationships.

A likable and relatable personality helps create a connection. People are more likely to buy from someone they trust and enjoy interacting with.

Think about it—when you walk into a store or engage with a salesperson, you’re more likely to make a purchase if the salesperson is friendly, attentive, and understands your needs. A positive personality can also help in overcoming objections and building confidence in the product or service being sold.

It’s not just about pushing a product or service; it’s about understanding the customer, addressing their concerns, and ultimately making them feel good about the purchase. A good salesperson is like a guide, helping them navigate their options and find the best solution for them.

So, in essence, the right personality traits—such as empathy, good communication skills, and a positive attitude—can be the key to making successful sales.

Successful salespeople often share several key personality traits that contribute to their effectiveness.
Here are a few:

Empathy — Understanding and relating to customers’ needs and concerns is crucial. Empathetic salespeople can build stronger connections and tailor their approach to meet individual customer needs.

Communication skills — Clear and effective communication is a must. Salespeople need to articulate the value of their product or service, answer questions, and address concerns in a way that resonates with the customer.

Resilience — Rejection is part of the sales game. Resilient individuals can bounce back from setbacks, learn from them, and continue pursuing new opportunities without being discouraged.

Confidence — Confidence inspires trust. If a salesperson is confident in themselves and the product they’re selling, it instills confidence in the customer as well.

Adaptability — The ability to adapt to different personalities, situations, and unexpected challenges is crucial in sales. Flexibility allows salespeople to tailor their approach to different customers and circumstances.

Positive attitude — Maintaining a positive and optimistic outlook can be infectious. It helps create a more pleasant buying experience and can influence customers to view the product or service in a favorable light.

Curiosity — Successful salespeople are genuinely curious about their customers. They ask questions to understand their needs, challenges, and preferences, enabling them to offer tailored solutions.

Time management — Efficient use of time is crucial in sales. Successful salespeople prioritize tasks, focus on high-priority activities, and manage their time effectively to maximize productivity.

Integrity — Trust is the foundation of successful sales relationships. Salespeople with integrity build trust by being honest, transparent, and delivering on promises.

Persistence — Successful sales rarely happen on the first interaction. Persistent salespeople follow up, nurture leads, and stay engaged with potential customers over time, increasing the likelihood of closing deals.

Combining these traits creates a well-rounded and effective salesperson who can navigate the complexities of the sales process and build lasting relationships with customers.

Meryl Snow

Owner, Feastivities Events, Philadelphia, PA and Senior Consultant, Certified Catering Consultants

With nearly 30 years in the special event and catering industry, Meryl Snow is the co-founder of Feastivities Events and the creator of The Triangle Method.  As a Senior Consultant for Certified Catering Consultants, Meryl travels throughout North America training clients in the areas of sales, marketing, design and branding to help businesses get on their own path to success.She is the author of Booked It! and Cha-CHING!

Meryl Snow

Catersource Advisory Council Member

Founder of